Triple the average customer adds of Dynamics VARs Triple the number of ISVs/VARs gaining > 50% of...

Triple the average customer adds of Dynamics VARs Triple the number of ISVs/VARs gaining > 50% of their revenue from packaged, repeatable vertical solutions HorizontalVertical Many small partnersLarger partners Worldwide Transition Plan Microsoft Confidential

FY10+ Dynamics Partner Strategy

Focus Industries Microsoft Dynamics POS/RMS Microsoft Dynamics ERP Microsoft Dynamics CRM

OPTIMISE SUPPLY CHAINSUPPLY CHAINOPTIMISE Everyone Gets It BDM: Role Based Campaigns Through & With Partner Campaigns MS Direct to Customer Through Partner Horizontal Through Partner Vertical With Partner Vertical MS Direct to Customer Through Partner Horizontal VERTICAL Through-Partner Campaigns HORIZONTAL Through-Partner Campaigns VERTICAL Through-Partner Campaigns HORIZONTAL Through-Partner Campaigns VERTICAL Through-Partner Campaigns HORIZONTAL Through-Partner Campaigns Vertical or Horizontal Campaigns ALL helping to drive top-line objectives

Partner Marketing: Tiering & Benefits If you meet these requirementsYou get these benefits.

LIVE 31 st August 09 Partner Marketing Services Bureau

Campaign Portal: Simple, Linear Process Product Creative Tactics Targets Customise Partners, only pay for your execution (i.e. what it costs to print, post, email or purchase data. Microsoft pays for : Artwork (Campaign Creation). Set Up Fees. Subscription fees for Campaign[x] campaign management tool

Male & Female Protagonist Creative Options for each element. Multi-level Copy Customisation: By Microsoft Dynamics Product Target Job Role By Partner i.e. USP & Offers Campaign 1: Everyone Gets It

Next Steps Revisit your marketing Plans does it make sense to align and maximise your use of MS messaging and offerings Engage your PAM Engage the Marketing Services Bureau Attend Live Meetings Fallon Emery will be setting up

Partner Development Centre The Partners Partner

Business Results = Business Growth Growth Drives Size Size Drives Profitability Growth Drives Size Size Drives Profitability Growth = Increased Profitability Ability to Invest Creation of Equity Increased Profitability Ability to Invest Creation of Equity

Readiness Strategy Partner Developer/ Architect Partner Marketing Specialist Partner Marketing Specialist Partner Sales Specialist Partner Sales Specialist Partner Project Manager Partner Project Manager Partner Application Consultant Partner Owner/ Manager Partner Presales Specialist Partner Presales Specialist Partner Technology Academy Academy Partner Marketing Academy Academy Partner Sales Academy Academy Partner Project ManagementAcademy ManagementAcademy Partner Solution Academy Academy Partner Leadership Academy Academy Partner Presales Academy Academy Dynamics Partner Academy ? Partner Developer/ Architect Partner Marketing Specialist Partner Marketing Specialist Partner Sales Specialist Partner Sales Specialist Partner Project Manager Partner Project Manager Partner Application Consultant Partner Owner/ Manager Partner Presales Specialist Partner Presales Specialist Partner Technology Academy Academy Partner Marketing Academy Academy Partner Sales Academy Academy Partner Project ManagementAcademy ManagementAcademy Partner Solution Academy Academy Partner Leadership Academy Academy Partner Presales Academy Academy Dynam ics Partner Acade my

The Partners partner

Partners Business Growth Accreditation Quality Control Shaping Business Strategy & Growth Sales Excellence Marketing Planning & Execution Implementation Pre-Sales Microsoft Other Microsoft Other Microsoft Other Microsoft Other Microsoft Other

Microsoft Growth Programs Business Diagnostic/Constraints Workshop Dedicated Sales/Marketing Support Dedicated Pre-Sales/PM Support Pipeline Review and Opportunity Coaching Assist 1st Marketing Campaign Execute 1st Marketing Campaign Management Seminar Workshops (Sales, Marketing, Projects, HR, Internal Project Management)

As a business owner I dont have the time to plan and strategise our next moves. Nor do I have the people in my business whom I can talk to about my business growth challenges and how to transition. I see the PDC fills this gap, as a business advisor and sounding board, providing the direction I need to grow my business. I see the PDC provides me the forum, tools, best practices, and people to help me achieve my business goals. I gleaned significant value from the Sales/Marketing and Growth sessions. These 2 days have made me realise that I need to plan for my next stage of growth. I cant keep doing ad-hoc, ill planned marketing campaigns that arent measured and expect good results. I must have a marketing plan in place that the business can execute against.

Dynamics Readiness Academy Partner Technology Academy Partner Technology Academy Partner Marketing Academy Partner Marketing Academy Partner Sales Academy Partner Sales Academy Partner Project Management Academy Partner Project Management Academy Partner Solution Academy Partner Solution Academy Partner Leadership Academy Partner Leadership Academy Partner Presales Academy Partner Presales Academy * Delivered through Existing CPLS

Who Are The Consultants? What Services Are Offered? This is what a consultant looks likeand these are the services offered. 1 1 2 2 Tactical Services Practice Management Practice Mgmt Workshop 3 days, $22K stand-alone, $1.5K / personPractice Mgmt Workshop 3 days, $22K stand-alone, $1.5K / person Practice Mgmt Coaching 12 months, up to 50 hrs, $13,750Practice Mgmt Coaching 12 months, up to 50 hrs, $13,750 Practice Management Practice Mgmt Workshop 3 days, $22K stand-alone, $1.5K / personPractice Mgmt Workshop 3 days, $22K stand-alone, $1.5K / person Practice Mgmt Coaching 12 months, up to 50 hrs, $13,750Practice Mgmt Coaching 12 months, up to 50 hrs, $13,750 Sales Advanced Sales Workshop 5 days, $18K stand-alone, $1.2K / personAdvanced Sales Workshop 5 days, $18K stand-alone, $1.2K / person Sales Mgmt Workshop 2 days, $1oK stand-alone, $1K / personSales Mgmt Workshop 2 days, $1oK stand-alone, $1K / person Sales Coaching 12 months, up to 50 hrs $13,750Sales Coaching 12 months, up to 50 hrs $13,750Sales Advanced Sales Workshop 5 days, $18K stand-alone, $1.2K / personAdvanced Sales Workshop 5 days, $18K stand-alone, $1.2K / person Sales Mgmt Workshop 2 days, $1oK stand-alone, $1K / personSales Mgmt Workshop 2 days, $1oK stand-alone, $1K / person Sales Coaching 12 months, up to 50 hrs $13,750Sales Coaching 12 months, up to 50 hrs $13,750 Marketing Diagnostic Business Case Workshop 3 days, $18K stand-alone, $1.2K / personDiagnostic Business Case Workshop 3 days, $18K stand-alone, $1.2K / person PUNCH! Presentation Skills Workshop 2 days, $12K stand-alone, $900 / personPUNCH! Presentation Skills Workshop 2 days, $12K stand-alone, $900 / person Strategic Marketing Plan 1:1, $9KStrategic Marketing Plan 1:1, $9KMarketing Diagnostic Business Case Workshop 3 days, $18K stand-alone, $1.2K / personDiagnostic Business Case Workshop 3 days, $18K stand-alone, $1.2K / person PUNCH! Presentation Skills Workshop 2 days, $12K stand-alone, $900 / personPUNCH! Presentation Skills Workshop 2 days, $12K stand-alone, $900 / person Strategic Marketing Plan 1:1, $9KStrategic Marketing Plan 1:1, $9K Delivery Website Development 1:1, $25KWebsite Development 1:1, $25K Website Search Engine Optimization 1:1, $25KWebsite Search Engine Optimization 1:1, $25K Delivery Management Workshop 3 days, $16K stand-alone, $1K / personDelivery Management Workshop 3 days, $16K stand-alone, $1K / personDelivery Website Development 1:1, $25KWebsite Development 1:1, $25K Website Search Engine Optimization 1:1, $25KWebsite Search Engine Optimization 1:1, $25K Delivery Management Workshop 3 days, $16K stand-alone, $1K / personDelivery Management Workshop 3 days, $16K stand-alone, $1K / person Strategic Services As Is Assessment (1:1 on-site session, $15K) As Is Assessment (1:1 on-site session, $15K) Strategic Transition Plan (1:1, $25K) Execution Coaching (12 months, up to 100 hrs, $37.5K) Execution Coaching (12 months, up to 100 hrs, $37.5K) Ad Hoc ($2-3K per day) Ad Hoc ($2-3K per day)

Partner Leadership Academy CurriculumPurpose Create growing, profitable partner practicesAudience Partner Management/Owners Staff Competencies Hard skills financial acumen, strategic thinking, mktg/sales management, services delivery Soft skills customer intimacy, org/talent development, coaching, communication Content Strategic/tactical biz planning define goals, identify levers, prioritize investments... Financial management cash flow, investment strategies, finding capital... Strategic marketing identify and understand your niche, differentiation, image... Partner best practices KPIs, org structures, key processes, infrastructure... People management attract/develop/retain talent, compensation/incentives... Managing change executive communication, managing risk

Partner Leadership Academy Details F INANCIAL M ANAGEMENT I Partner Business Models & P&Ls; Financial Compliance; Budgeting; Forecasting; Cash Flow Management (5 x 3-hours online, 2-day ILT workshop incl. simulation) F INANCIAL M ANAGEMENT I Partner Business Models & P&Ls; Financial Compliance; Budgeting; Forecasting; Cash Flow Management (5 x 3-hours online, 2-day ILT workshop incl. simulation) S TREAMLINING S ERVICES D ELIVERY How to manage for optimal utilization and realization (3 x 3-hours online, 2-day ILT workshop) S TREAMLINING S ERVICES D ELIVERY How to manage for optimal utilization and realization (3 x 3-hours online, 2-day ILT workshop) R UNNING A SW F ACTORY How to develop, distribute and maintain SW Solutions (3 x 3-hours online, 2-day ILT workshop) R UNNING A SW F ACTORY How to develop, distribute and maintain SW Solutions (3 x 3-hours online, 2-day ILT workshop) Rapid Growth Organizational transformation Balancing top line and bottom line Getting from 25-75 employees Economies of Scale Operational excellence Scaling up and out Getting from 75-250+ employees Aware (0-12 months in role) Proficient (12-36 months in role) Expert (>36 months in role) Foundation Building Building a solid P&L Enabling growth Getting from 5-25 S TRATEGIC AND T ACTICAL P LANNING Market & Competitive Analysis; SWOT; Differentiation & Verticalization; The 3-Year Plan; The 90-180-360 Day Plan (4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting) S TRATEGIC AND T ACTICAL P LANNING Market & Competitive Analysis; SWOT; Differentiation & Verticalization; The 3-Year Plan; The 90-180-360 Day Plan (4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting) M ANAGING S TRATEGIC C HANGE Executive Communication; Getting Buy-In at All Levels; Handling Resistance; Organizational Stress; Risk Management (5 x 3-hours online, 1-day ILT workshop incl. business simulation) M ANAGING S TRATEGIC C HANGE Executive Communication; Getting Buy-In at All Levels; Handling Resistance; Organizational Stress; Risk Management (5 x 3-hours online, 1-day ILT workshop incl. business simulation) F INANCIAL M ANAGEMENT II Financial Benchmarking; KPIs & Scorecards; Growing Profitably; Raising & Managing Working Capital (4 x 3-hours online, 2-day ILT workshop incl. business simulation) F INANCIAL M ANAGEMENT II Financial Benchmarking; KPIs & Scorecards; Growing Profitably; Raising & Managing Working Capital (4 x 3-hours online, 2-day ILT workshop incl. business simulation) F INANCIAL M ANAGEMENT III Due Diligence; Mergers, Acquisitions & Divestments; Exit & Succession Planning; IPO; Estimating ROI (5 x 3-hours online, 2-day ILT workshop incl. business simulation) F INANCIAL M ANAGEMENT III Due Diligence; Mergers, Acquisitions & Divestments; Exit & Succession Planning; IPO; Estimating ROI (5 x 3-hours online, 2-day ILT workshop incl. business simulation) P EOPLE AND O RGANIZATIONAL D EVELOPMENT Identifying & Recruiting Talent; Career Models; Aligning Objectives, Results & Compensation; Organizational Growth Models (4 x 3-hours online, 2-day ILT workshop incl. simulation) P EOPLE AND O RGANIZATIONAL D EVELOPMENT Identifying & Recruiting Talent; Career Models; Aligning Objectives, Results & Compensation; Organizational Growth Models (4 x 3-hours online, 2-day ILT workshop incl. simulation) A CHIEVING S ALES & M ARKETING E XCELLENCE Building a Marketing Engine; Building & Managing Sales Teams; Effective Pipeline Management (4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting) A CHIEVING S ALES & M ARKETING E XCELLENCE Building a Marketing Engine; Building & Managing Sales Teams; Effective Pipeline Management (4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting) E XECUTIVE S UMMIT Networking; Peer Coaching; Topical e.g. Globalization, Surviving Recession, Doing Business in a SaaS World etc. (3-day facilitated workshop) E XECUTIVE S UMMIT Networking; Peer Coaching; Topical e.g. Globalization, Surviving Recession, Doing Business in a SaaS World etc. (3-day facilitated workshop) A CHIEVING S CALE AND R EACH Enterprise Systems and Infrastructure; Implementing Standard Operating Processes; Managing Across Borders and Cultures (2 x 3-hours online, 2-day ILT workshop) A CHIEVING S CALE AND R EACH Enterprise Systems and Infrastructure; Implementing Standard Operating Processes; Managing Across Borders and Cultures (2 x 3-hours online, 2-day ILT workshop) A WARE E XPERT P ROFICIENT

Partner Readiness Offer FY 10 Readiness Special Offer - A$5000 for 100 points Monthly debit order option available 7 points per person per day for partners who purchase the $5k offer OR $399 pay as go to attend Partner Academy courses 20% Readiness Package Subsidy* limited numbers! * Terms & Conditions apply. Email [email protected] for [email protected]

www.pdcaustralia.com

Next Steps & Take Aways Microsoft & the PDC building a comprehensive range of learning academy to help accelerate all parts of your business Review and lock in your Readiness Plan with your PAM Take advantage of the readiness offer

Appendix Readiness Details

Dynamics Partner Academy Schedule FY10 Technology Academy Solution Academy Sales Academy Leadership Academy Marketing AcademyPre-sales Academy Rapidstart for Microsoft Dynamics CRM 4.0 H2 Dynamics CRM 4.0 Certification Courses Advanced Training Effectively Selling Solutions for Dynamics Partners H1 Strategic & Tactical Planning H2 Principles of Marketing Workshop H2 Discovery2Win H1, H2 Bring Sure Step Methodology to Action Workshop H2 Dynamics CRM 4.0 Certification Courses CEO Training Opportunity Identification Skills for Technical Resources H1, H2 Financial Management I H2 Sell more with Microsoft: determining key growth areas and going after them workshop H2 Demo2Win H1, H2 Microsoft Dynamics AX 2009 Development Introduction Certification Training H1 Dynamics CRM 4.0 Certification Courses - DDLS Selling Business Value H2 Microsoft Dynamics NAV 2009 Development Introduction Certification Training H2 Microsoft Dynamics AX 2009 Installation & Configuration Certification Training H2 Identify Series H2 Microsoft Dynamics AX 2009 Financials Certification Training H2 Close Series H2 Microsoft Dynamics NAV 2009 Financials Certification Training H2 Accelerate Series H2 Microsoft Dynamics GP 10.0 Financials Certification Training Note: - H1: Oct Dec 2009; H2: Jan June 2010 Note - H1: Oct Dec 2009; H2: Jan Jun 2010

Contact & Registration Details Partner Readiness Special Offer FY 10https://www.microsoft.com.au/eve nts/register/home.aspx?levent=938 683&linvitation Readiness Schedule - Aug 09 Dec 09https://www.microsoft.com.au/eve nts/register/home.aspx?levent=264 880&linvitation Australia Partner LIVEhttps://www.microsoft.com.au/eve nts/register/home.aspx?levent=264 880&linvitation Blog / Twitterhttp://blogs.technet.com/auspartnertrai ning/ http://twitter.com/msaureadiness Contact [email protected]

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